Sales professionals need to leverage four LinkedIn and SocialSelling pillars to start more trust-based conversations with highly credible prospects.
- Resource-Driven Profile: It is foundational that there is a shift from resume to resource. Start by crafting a value-centric profile that does more than list your achievements. Share insights that spark curiosity and teach your network something new. Aim to shift their perspective and create those compelling "aha" moments, earning you the right to get the first conversation.
- Content & Engagement: Rather than simply broadcasting your own content, engage with others. Comment thoughtfully on posts, curate content that leads back to your solutions, and establish yourself as a thought leader. Remember, your insights can be the subject matter that others learn from and then see you as the expert your prospects gravitate to when they have questions, challenges, and needs you can solve.
- Nurture Your Connections: How many connections have you been ignoring over the years? Chances are that 10% of your network are people you'd love to converse with. Regularly review your connections, categorize them, and engage in a way tailored to each group. Whether they're clients, prospects, or potential referral sources, personalize the engagement and bring value with every touch.
- Proximity Prospecting: Understand the power of social proximity. Use buyer mapping to identify key accounts and how you are connected, ask for client referrals, and seek networking introductions. Your next opportunity could come from a connection made through someone you already know.
Keep in mind, at all times; we need to be researching, scanning for conversation triggers, learning, and leveraging the insights to ensure that the conversation is always around what matters to those you are engaging.
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10 个月Wow, did I just unlock the secret to LinkedIn's success? Time to start listening to my mom more often! ?? Listening is indeed a crucial skill in building relationships on LinkedIn (and not only on LinkedIn). The best way to improve listening skills is to become a MASTER in your field. Once you are a master: - you will be able to see and understand the struggle others are having - you will be able to help them with their problems - you will feel fulfilled because you are actually changing lives (for the better, of course) Thanks, Brynne Tillman, for always reminding us of important things. ??
CEO & Founder @Leadership EQ ?? Keynote Speaker ?? Best Selling Author ?? Consultant
10 个月Great tips. Listening is key. Thanks Brynne for sharing!